IDEAS home Printed from https://ideas.repec.org/a/eee/jouret/v88y2012i3p412-420.html
   My bibliography  Save this article

The Impact of Key Retail Accounts on Supplier Performance: A Collaborative Perspective of Resource Dependency Theory

Author

Listed:
  • Hofer, Christian
  • Jin, Henry
  • Swanson, R. David
  • Waller, Matthew A.
  • Williams, Brent D.

Abstract

Existing literature suggests that the increasing concentration in the retail industry is allowing powerful retailers to exploit their weaker suppliers, which causes the suppliers’ performance to suffer. This study takes a collaborative perspective of resource dependency theory and suggests that when suppliers engage in supply chain relationships with key retail account (KRA) customers, their performance may improve, depending on the varying levels of the supplier's and KRAs’ market shares. The empirical analysis of data from two large retailers, Wal-Mart and Target, and a broad cross-section of their suppliers provides ample support for most of the hypotheses set forth in this paper: Suppliers that depend on KRAs for a significant share of their total revenues relinquish some of their leverage in the marketplace, but as the KRAs gain market share, their suppliers’ performance tends to increase. Cumulatively, these results provide evidence of collaborative supplier–KRA relationships, such that a supplier's dependency on KRAs may positively affect supplier performance. This finding supports a more positive, symbiotic view of dependency, resulting in important implications for key account management, supply chain management, and retail research and practice.

Suggested Citation

  • Hofer, Christian & Jin, Henry & Swanson, R. David & Waller, Matthew A. & Williams, Brent D., 2012. "The Impact of Key Retail Accounts on Supplier Performance: A Collaborative Perspective of Resource Dependency Theory," Journal of Retailing, Elsevier, vol. 88(3), pages 412-420.
    • Handle: RePEc:eee:jouret:v:88:y:2012:i:3:p:412-420
    DOI: 10.1016/j.jretai.2011.12.003
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0022435911001126
    Download Restriction: Full text for ScienceDirect subscribers only
    File URL: https://libkey.io/10.1016/j.jretai.2011.12.003?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Seevers, Matthew T. & Skinner, Steven J. & Dahlstrom, Robert, 2010. "Performance Implications of a Retail Purchasing Network: The Role of Social Capital," Journal of Retailing, Elsevier, vol. 86(4), pages 310-321.
    2. Mottner, Sandra & Smith, Steve, 2009. "Wal-Mart: Supplier performance and market power," Journal of Business Research, Elsevier, vol. 62(5), pages 535-541, May.
    3. Davis, Donna F. & Mentzer, John T., 2008. "Relational Resources in Interorganizational Exchange: The Effects of Trade Equity and Brand Equity," Journal of Retailing, Elsevier, vol. 84(4), pages 435-448.
    4. Schroeter, John R, 1988. "Estimating the Degree of Market Power in the Beef Packing Industry," The Review of Economics and Statistics, MIT Press, vol. 70(1), pages 158-162, February.
    5. Demsetz, Harold, 1973. "Industry Structure, Market Rivalry, and Public Policy," Journal of Law and Economics, University of Chicago Press, vol. 16(1), pages 1-9, April.
    6. Abel P. Jeuland & Steven M. Shugan, 1983. "Managing Channel Profits," Marketing Science, INFORMS, vol. 2(3), pages 239-272.
    7. Sloot, Laurens M. & Verhoef, Peter C., 2008. "The Impact of Brand Delisting on Store Switching and Brand Switching Intentions," Journal of Retailing, Elsevier, vol. 84(3), pages 281-296.
    8. Hall, Joseph M. & Kopalle, Praveen K. & Krishna, Aradhna, 2010. "Retailer Dynamic Pricing and Ordering Decisions: Category Management versus Brand-by-Brand Approaches," Journal of Retailing, Elsevier, vol. 86(2), pages 172-183.
    9. Staten, Michael & Umbeck, John & Dunkelberg, William, 1988. "Market share/market power revisited : A new test for an old theory," Journal of Health Economics, Elsevier, vol. 7(1), pages 73-83, March.
    10. Thomas, Rodney W. & Esper, Terry L. & Stank, Theodore P., 2010. "Testing the Negative Effects of Time Pressure in Retail Supply Chain Relationships," Journal of Retailing, Elsevier, vol. 86(4), pages 386-400.
    11. A. P. Lerner, 1934. "The Concept of Monopoly and the Measurement of Monopoly Power," The Review of Economic Studies, Review of Economic Studies Ltd, vol. 1(3), pages 157-175.
    12. Dennis E. Smallwood & John Conlisk, 1979. "Product Quality in Markets Where Consumers are Imperfectly Informed," The Quarterly Journal of Economics, President and Fellows of Harvard College, vol. 93(1), pages 1-23.
    13. Ganesan, Shankar & George, Morris & Jap, Sandy & Palmatier, Robert W. & Weitz, Barton, 2009. "Supply Chain Management and Retailer Performance: Emerging Trends, Issues, and Implications for Research and Practice," Journal of Retailing, Elsevier, vol. 85(1), pages 84-94.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Emilio Abad-Segura & Francisco Joaquín Cortés-García & Luis J. Belmonte-Ureña, 2019. "The Sustainable Approach to Corporate Social Responsibility: A Global Analysis and Future Trends," Sustainability, MDPI, vol. 11(19), pages 1-24, September.
    2. Mosammet Asma Jahan & Martien Lubberink & Karen Van Peursem, 2021. "Does prestigious board membership matter? Evidence from New Zealand," Accounting and Finance, Accounting and Finance Association of Australia and New Zealand, vol. 61(1), pages 977-1015, March.
    3. Adel M. Qatawneh & Atala M. Alqtish, 2017. "Critical Examination of the Impact Accounting Ethics and Creative Accounting on the Financial Statements," International Business Research, Canadian Center of Science and Education, vol. 10(6), pages 104-111, June.
    4. Jiuh-Biing Sheu, 2014. "Green Supply Chain Collaboration for Fashionable Consumer Electronics Products under Third-Party Power Intervention—A Resource Dependence Perspective," Sustainability, MDPI, vol. 6(5), pages 1-44, May.
    5. Malodia, Suresh & Dhir, Amandeep & Mishra, Mahima & Bhatti, Zeeshan Ahmed, 2021. "Future of e-Government: An integrated conceptual framework," Technological Forecasting and Social Change, Elsevier, vol. 173(C).
    6. Hofer, Christian & Barker, Jordan & Eroglu, Cuneyt, 2021. "Interorganizational imitation in supply chain relationships: The case of inventory leanness," International Journal of Production Economics, Elsevier, vol. 236(C).
    7. Seongtae Kim & Sangho Chae & Stephan M. Wagner & Jason W. Miller, 2022. "Buyer abusive behavior and supplier welfare: An empirical study of truck owner–operators," Journal of Supply Chain Management, Institute for Supply Management, vol. 58(4), pages 90-111, October.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Anandhi S. Bharadwaj & Sundar G. Bharadwaj & Benn R. Konsynski, 1999. "Information Technology Effects on Firm Performance as Measured by Tobin's q," Management Science, INFORMS, vol. 45(7), pages 1008-1024, July.
    2. Brown, James R. & Dant, Rajiv P., 2009. "The Theoretical Domains of Retailing Research: A Retrospective," Journal of Retailing, Elsevier, vol. 85(2), pages 113-128.
    3. Grewal, Dhruv & Levy, Michael & Kumar, V., 2009. "Customer Experience Management in Retailing: An Organizing Framework," Journal of Retailing, Elsevier, vol. 85(1), pages 1-14.
    4. Wenyi Chu & Chien-Nan Chen & Chuang-Hung Wang, 2008. "The market share--profitability relationships in the securities industry," The Service Industries Journal, Taylor & Francis Journals, vol. 28(6), pages 813-826, July.
    5. Germeshausen, Robert & Panke, Timo & Wetzel, Heike, 2014. "Investigating the influence of firm characteristics on the ability to exercise market power: A stochastic frontier analysis approach with an application to the iron ore market," ZEW Discussion Papers 14-105, ZEW - Leibniz Centre for European Economic Research.
    6. Blum, Ulrich & Veltins, Michael A., 2005. "Die Identifikation des „Wirtschaftlichen Vorteils“ in Kartellverfahren," IWH Discussion Papers 1/2005, Halle Institute for Economic Research (IWH).
    7. Karolina M. Ilyenkova, 2022. "Category Management or Category Captainship in the Consumer Value Chain?," Economics of Contemporary Russia, Regional Public Organization for Assistance to the Development of Institutions of the Department of Economics of the Russian Academy of Sciences, issue 2.
    8. Rolf Färe & Shawna Grosskopf & Joaquín Maudos & Emili Tortosa-ausina, 2015. "Revisiting the quiet life hypothesis in banking using nonparametric techniques," Journal of Business Economics and Management, Taylor & Francis Journals, vol. 16(1), pages 159-187, February.
    9. Louis Kaplow, 2019. "Market Power and Income Taxation," NBER Working Papers 25578, National Bureau of Economic Research, Inc.
    10. Kazimierz Ortynski, 2021. "Market Power of Non-Life Insurers in Poland," European Research Studies Journal, European Research Studies Journal, vol. 0(Special 4), pages 248-259.
    11. Baldauf, Artur & Cravens, Karen S. & Diamantopoulos, Adamantios & Zeugner-Roth, Katharina Petra, 2009. "The Impact of Product-Country Image and Marketing Efforts on Retailer-Perceived Brand Equity: An Empirical Analysis," Journal of Retailing, Elsevier, vol. 85(4), pages 437-452.
    12. Barbara Casu & Claudia Girardone & Philip Molyneux, 2012. "Is There a Conflict between Competition and Financial Stability?," Chapters, in: James R. Barth & Chen Lin & Clas Wihlborg (ed.), Research Handbook on International Banking and Governance, chapter 3, Edward Elgar Publishing.
    13. Vivek Sharma, 2011. "Stock returns and product market competition: beyond industry concentration," Review of Quantitative Finance and Accounting, Springer, vol. 37(3), pages 283-299, October.
    14. Schwartz, Lisa A. & Willett, Lois Schertz, 1994. "Price Transmission Theory And Applications To Agroindustry: An Annotated Bibliography," Research Bulletins 123003, Cornell University, Department of Applied Economics and Management.
    15. Hong Liu & Phil Molyneux & John O.S. Wilson, 2013. "Competition in banking: measurement and interpretation," Chapters, in: Adrian R. Bell & Chris Brooks & Marcel Prokopczuk (ed.), Handbook of Research Methods and Applications in Empirical Finance, chapter 8, pages 197-215, Edward Elgar Publishing.
    16. Xu, Fei & Liu, Qian & Zheng, Xingdong & Cao, Luqi & Yang, Mian, 2022. "Research on the impact of China's high-speed rail opening on enterprise market power: Based on the perspective of market segmentation," Transport Policy, Elsevier, vol. 128(C), pages 121-137.
    17. Haw, In-Mu & Hu, Bingbing & Lee, Jay Junghun, 2015. "Product market competition and analyst forecasting activity: International evidence," Journal of Banking & Finance, Elsevier, vol. 56(C), pages 48-60.
    18. Malgorzata Pawlowska, 2015. "The impact of market structure and the business cycle on bank profitability: the role of foreign ownership. The case of Poland," NBP Working Papers 229, Narodowy Bank Polski.
    19. Khan, Habib Hussain & Ahmad, Rubi Binti & Chan, Sok Gee, 2018. "Market structure, bank conduct and bank performance: Evidence from ASEAN," Journal of Policy Modeling, Elsevier, vol. 40(5), pages 934-958.
    20. Abdul Latif Alhassan & Nicholas Biekpe, 2018. "Competition and Risk-Taking Behaviour in the Non-Life Insurance Market in South Africa," The Geneva Papers on Risk and Insurance - Issues and Practice, Palgrave Macmillan;The Geneva Association, vol. 43(3), pages 492-519, July.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:jouret:v:88:y:2012:i:3:p:412-420. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: https://www.journals.elsevier.com/journal-of-retailing .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.